Setting Sales Goals
I cannot imagine a single business person out there who would not like to do more sales, but what separates the good from great is a sense of direction. The problem for most people is not a lack of goals, but rather a lack of focus. By formally setting goals, you are better able to focus your energies on a specific target and take productive steps towards making it happen. Here are some questions to consider when making sales goals that will help point you in the right direction.
What is it that I want to see happen?
Before you can do anything, you first have to figure out what it is that you want to accomplish. It is not enough just to say, “I want to make more money.” Of course you do. You need to be specific. It is easier if you can boil it down into a dollar amount, but it does not have to be. Setting goals for personal and professional development are also great, and can lead to a more successful and fulfilling workplace experience. The key is to be clear about what you want.
How will I achieve my goal?
Actions may speak louder than words, but action without direction is just commotion. You need to figure how you are going to make things happen. If it a specific dollar amount you are shooting for, then break it down into how many sales or new clients you will need to achieve that goal. If it is something less concrete, figure out the steps that will help you build towards your goal. Whichever direction you are heading, make sure you have guidelines to keep you on track.
Who can help you reach your goal?
If you have employees, you should let everyone in on what your goals are. Ask if they have any ideas that can help reach that goal. Once you have heard everyone out, decide how you should split up the workload to best utilize everyone’s talents. If you run a business by yourself, then you can always hire a consultant or seek out a mentor for help. Financial and business planners have experience working with small business owners, and know how help you develop a plan that is tailored to your specific business goals.
Are there any other areas I can improve?
While focus is good, tunnel vision can be detrimental. Expand your vision to include other parts of your business. Look to other places you can improve that will help contribute to the success of your goal. Especially in the case of financial goals, you should look to cut out unnecessary expenses in other parts of the company. Some freed-up cash can allow you to devote more money to things such as marketing or expanding your business. Both of which make your business more appealing to clients.
Whatever your goals may be, you should continually strive to improve your business. Achieving a goal is a great feeling, but there is always room for improvement. Look back on the experience to see what you could have done better and forward to what you should do next. A prosperous business is built on a thousand little successes, and each step you take leads you to the next.